Posts tagged "window cleaning"

A change of plans…and a bunch of questions.

I mentioned in yesterday’s post that I would be posting my newsletter today to this blog, but there’s been a slight change in plans. I wasn’t able to complete it as scheduled, so it should be ready to roll in the morning (sunday). In the meantime, here’s an email I received a little bit ago with a few questions.

Hey Steve,

This is Nathan.  I’ve talked to you a couple of times.  I have done window cleaning in the past but not had any of the information on marketing, etc and always cleaned windows as side jobs in addition to my regular job.  My customers were always very satisfied but I never launched my business. 

Anyway I purchased your info awhile back and have finally gotten around to having my advertising info personalized.  Should have done it a long time ago.  That being said, I’m really looking forward to launching my business the way you suggest and hopefully having that as my sole income.  I have a couple of questions though. 
 
First, I live in <location deleted> and it gets quite cold and snowy this time of year.  Should I start marketing now or wait until spring?  Is there the potential of getting jobs in this kind of weather? 

Also, if this isn’t the time of year to get things going, are there any other similar lines of work that you would suggest at this time of year where I can employ the same techniques of advertising and then focus on windows in a few months?  I know it’s good to stick to one thing as you suggest, I just don’t know what to be doing in the cold months.  I have no problem bundling up and going out to clean, but I don’t know if that is to foreign of an idea to potential customers.  

Also, once I get customers this spring and summer, are there ways of talking them in to winter cleaning as well?
 Next, I’ve noticed plenty of roofs made out of material like metal or even what appears to be breakable material that has to be walked on in order to get to the windows on the second story.  If those windows aren’t removable, what is the proper procedure for cleaning those windows?
 
Ok thanks for all your great ideas and motivation in your newsletters.  I’m looking forward to making this work.  Anyway, I appreciate any suggestions you may have.

Thanks, Nathan

My Response:

Hi Nathan:

How are you doing?  It’s good to hear from you.  Sure I remember speaking with you in the past. I’m glad to hear that you’re ready to kick the business up a notch.  Better late then never, right?  ) 

As far as your questions.

Whether you get market now in your weather or not really depends on the type of marketing you want to do.  If it’s postcards, then definitely wait.  They’re most effective when people can actually call you right then and there.  People will hold on to them and call you later also, but since a postcard campaign requires a little investment to crank it up, for the best bang for your buck, i’d wait ’til the weather gets nicer.

Now if you were to go with flyers, since the cost is so low, it wouldn’t be a bad idea to attempt a couple of flyer distribution campaigns now.  You may not get the 1% average like you would normally, but you’ll still generate phone calls.  I wouldn’t distribute flyers yourself though.  Go to craigslist.org and stick a help wanted ad in your area for a couple of flyer delivery people.  A wise investment that’ll give you a good return.

The big thing with winter is how severe it is.  I mean if there is snow flying around, then probably not many residential customers will want their windows cleaned.  But if it’s just cold and clear, then you’ll have more customer interest.  Of course you’ll never have quite the interest obviously in the winter as you will in the spring/summer.  So that’s why I recommend focusing on implementing a low cost marketing investment like flyers and making follow up calls (this is no cost) to current customers and see if they would be interested in a repeat cleaning now.

As far as other services….how about gutter cleaning?  You can send out a letter to your customers saying that you now offer gutter cleaning services.  That would be one service I would focus on more than any others.  I mean there’s always pressure cleaning and blind cleaning as great add-on services, but there is an investment to provide these services.  There is no investment in gutter cleaning.  Just labor.

As far as the roofs you’re talking about, the absolutely only way to clean the outside of these windows is with a pole.  I’m not a big fan of poles, but sometimes we have to use ‘em.  This would be one of those times.  It’s better to do that then risk breaking any roof tiles.

Take care for now and happy new year nathan.  Talk soon.

Regards,

Steve

Suggested Pricing and flyering…

Thought I’d post an email below that I received recently. Oh…and by the way, please stop back tomorrow (1/19) to this blog. I’ll be posting a newsletter that you’ll absolutely want to read.  See you then.

Steve

Email:

Hi Steve

Ted

My Response:

Hi Ted:

Good morning. Thanks much for your comments.  Right, been there…done that.

I’m not sure which email you’re referring to, but really all of the pricing posted in my manual will apply in your case for residential customers.  My business was in north central florida and so is yours so we would use the exact same pricing structure.

For additional pricing info., you can check out this pricing webpage:

But a note on above "pricing" webpage. I mention "$3" for a window. That’s for a very small bathroom window. The majority of my windows were $5.  If it was 2nd level, I did bump each window up another $1 to $2 due to the time spent climbing ladders. 

All other pricing on the webpage above is exactly what I charged.  Keep in  mind though that I usually did a bump-up in price before presenting pricing to prospect.  I’ve written about this before, but by doing this, you can cover gas, any incidentals at the job (like moving furniture) that might slow you down, etc etc.  So if an estimate’s "true" pricing is $141, there’s an excellent chance I would present it as $159 or even $169 to the prospect.  Doing this is tough when you’re just getting started.  The tendency for new window cleaners is to go "lower".  But try and resist this urge.  Because if you do end up going lower, you’ll be doing this job again and again (assuming you did a good job the first time) for the customer at this "lower" price.

Right…flyers and postcards work very well.  It’s just all about numbers.  An example of some "not so good" numbers can be illustrated by a phone call I got the other day. The gentleman was talking about distributing 20 flyers a day.  Just 20 flyers!  Based on the response percentages (average of 1%), that would be a tiny fraction of a phone call for 20 flyers distributed.  So he would be working for 5 days to distribute 100 flyers and only walk away with one phone call of which he may or may not get the job.  So again…think bigger numbers.  If you can distribute or hire someone to distribute 1000 to 2000 flyers per week, you now have a business that’ll grow consistently week in and week out with new customers.  And then before you know it, those new customers become repeat customers and the snowball effect begins.  )

Take care for now.  Have a profitable day.

Regards,

Steve

Let’s Get Started in 2008!

Are you excited about 2008 and the possibilities for your window cleaning business? I hope so because this business is one that is soooo rewarding. 

Just remember to do something every single day. Success means different things to different people. But regardless what your definition of success is, if you do something every day to work towards your goal, then next year this time in 2009, you’ll look back to 2008 and say "I had a successful year". 

Speaking about goals, did you create any goals for this year? I’m not talking about new years resolutions because everyone breaks them. I’m talking about realistic goals for your window cleaning business. It might involve distributing 400 flyers every saturday. Or it might involve hiring your first person by May. Or it might involve mailing two postcard campaigns every month for 12 months. Whatever they are, just make sure you take action on ‘em and apply consistency.

And keep in mind that I’m always available at 256-546-2446. Some days we all need a little motivation. Other days maybe you need some direction or someone to bounce ideas off of. So call me. That’s why I’m here. 

Let’s make 2008 a year to remember!

Some Exciting News for 2008!

As I mention in this blog post, it’s the perfect time of year to make plans for 2008.

What I personally do when I’m planning is back away from my computer, grab a notepad, and sit in my recliner thinking about the different things that’ll help window cleaners in their businesses.

Here’s what’s coming up:

1. Window Cleaning Directory – I will be launching a window cleaning directory soon. The design is actually all done. I just need my programmer to connect the dots and program it so it all functions properly. This directory will allow you to list your window cleaning business online for FREE!

This isn’t going to be a boring ‘ole traditional directory that you might have seen online that simply lists your business name. No.

I’m applying extensive search engine optimization techniques to this directory and putting it all together in such a way where if let’s say a prospective customer is looking online for a "window cleaner in <your city here>", you’ll pull up in the search engines so you can be found and contacted. This directory will provide you additional jobs and customers looking online for professional window cleaners in your area. Not everyone uses the phone book to look for window cleaners.

2. Social Network Site – I’ve been asked in the past about putting up a forum for all of us window cleaners to congregate, toss ideas back and forth, etc. etc. Well…I’ve done better than that. I recently purchased software that’ll allow me to put a social network site online similar to the myspace and facebook sites. I’m sure you’ve heard of these two major social network sites, right?

This is in the early stages so I appreciate your patience on it. The software is already purchased as mentioned, but I need to have it all installed and then redesigned slightly. When it’s all done, we’ll have social networking capabilities, a forum, and much more. It will be the only social network site geared specifically to us window cleaners. So stay tuned.

3. The two previous points will not interfere with the regular growth and new features added to The Customer Factor. We have some great ideas about to be introduced. If you’re not a member yet, I encourage you to jump on board. Because you’ll be in for a wild ride in 2008!

4. My web designer, Barb Wilson, has created a bunch of website templates for window cleaners. If you don’t have a website yet, this is a great low cost way to get yourself a website and an online presence. All you do is purchase any one of the templates, have barb fill in some text, upload it to your hosting, and bingo! 

Plus ongoing news and information will be released in the coming months to assist you in the growth of your window cleaning business.

I’ll be keeping you posted on everything discussed above, so I’ll talk with you soon.

Merry Christmas, Happy Hanukkah, Feliz Navidad, Happy Holidays, and a big ‘ole Happy New Year to you also. May
2008 be a happy and healthy year for you and your family.

Best Wishes,

Steve

P.S. My office will be closed on Christmas day and New Years day, so if you phone or email on those days, I’ll respond the next day. See u.

Ah…a little motivation perhaps?

I’m working on two newsletters as we speak, so they’ll be released shortly. I need to finish up a video for one of them. Good information though that’ll really benefit your business, so stay tuned. But today I just wanted to post a little motivation. For those of you reading this blog who are knee deep in the middle of the window cleaning business, then you know what kind of income can be made. But I’m sure there are some folks sitting on the sidelines who have not gotten started yet.  This is for them…

Hey Steve.   I get about 75 percent of my estimates.  And I usually charge between 9 to 10 dollars per window.  I’m finishing up on my third year of window cleaning now.  I can say most customers want an excellent cleaning job over having the lowest price.  Our summer months gross between $6,000 and $10,000 a month with me and one other employee.   . Thanks for the great business plan.

Kelly

My Response:

Hi Kelly:

Good morning.  Like you said…"most customers want an excellent cleaning job over having the lowest price".  Very true.  They recognize value and they generally don’t mind paying a bit extra for that peace of mind.  Not everyone obviously.  I guess in your case 25% of your prospects are willing to go cheap.  But personally, I would be real happy with a close rate of 75% at higher pricing.  I usually hovered around 80% to 85%, but 75% is real good.  If we were cheap, cheap, and we closed this percentage amount, it would be a bummer.  But a 75% to 85% close rate at our pricing levels means we have one heckuva profitable business.

Good to hear from you for sure.  Don’t be a stranger.  ) Oh…would you mind if I used your comments?  I’m not sure where I would use ‘em yet, but some folks need to be reminded that they are in a very worthwhile and profitable biz.  Take care for now.  Talk soon Kelly.

Regards,

Steve

Kelly’s followup:

Steve,

Kelly

Do you have doubts?

I received an email a few days ago that brought up a really good topic that many of us have gone through or might still be going through. Here’s the email:

Hey steve..

My Response:

Hi Oscar:

I’m glad everything arrived safe and sound.

I can understand your skepticism because I was there too.  Probably most window cleaners go through these initial doubts.  When I first started, I had my father telling me the business would never work. He was saying "who would pay $200 or $300 to get their glass cleaned".  Luckily, I didn’t listen to that lousy advice.  ) Otherwise I never would have gotten in the biz. 

One thing you need to be careful of is who you ask about this business.  If they do not fit into your target market, then obviously their answers are going to be skewed.  You need to ask people who are in your target market whether they would be interested in paying for a professional to clean their glass.  And you do that by popping out some flyers, some postcards, etc. 

I know friends and family mean well, but if they have never been in the window cleaning business and if they are not in your target market, then you have to tune them out.   They have no idea what they’re talking about.  Sorry about that.  )  But it’s the truth.  Again…I went through it.

Your State is absolutely ripe for the picking.  Just look around and you’ll see glass all over the place.  The trick is to go after the people who will pay you to clean that glass.  And that’s where it’s necessary to simply follow the program. I have seen literally hundreds of people capture success in the window cleaning business. It’s just necessary to take action on it.

Now I’m sure there are some people who have let their caution force them into no action.  So don’t this happen to  you. Don’t put a lot of weight on any negative comments and just follow the manual step by step.  You have to trust me on this.  I got an email not too long ago from a window cleaner with a masters degree in education. He used to be a school counselor. Now he’s a full time window cleaner and has already made over 34k in 5 months. Window cleaners across the country are making more incomes than folks with college degrees.  Does it work?  You bet!  You just need to target your services to the right people. 

Another thing I’d like to get you thinking about is that our market is made up of more than rich people. Much more.  I had a number of customers who were retired and on fixed incomes.  Yes…their houses are smaller.  But you can do the windows in their homes so quick.  I was doing $125 houses in 2 hours.  Then I’d go across the street and do the neighbor.  You can stay in one neighborhood doing these homes and walk away with an outstanding hourly pay. 

So to end this email, there is absolutely no doubt in my mind that you’ll be successful in this business.  No doubt.  The only way you won’t be successful is if you listen to outside influences who don’t know the business, so therefore your conflicting emotions may not let you dig into the business like you should.  But if you can fight through that negativity and talk which is wrong, and just start taking action, you’ll grow a profitable business.

One word of caution.  You’ve heard me talk about "doing the numbers".  So it’s necessary to get out sufficient enough numbers.  In other words, don’t get out 100 flyers and sit back waiting for the phone to ring.  100 flyers only translates to 1 call based on a 1% average. I just didn’t want you to get out 100 flyers and think it doesn’t work.  It does work.  I see it every single day.  But you have to get out sufficient enough numbers to make it work.  Especially when you’re brand new. Over time you’ll get some great referrals and word of mouth advertising will spread. Speaking about referrals, I put together a video a couple of days ago to show window cleaners the most powerful referral building system that I’ve ever seen, so check it out if you have a few minutes.

Hope this helps oscar.  Please keep me posted.  Take care for now.

Regards,

Steve

A follow up email by oscar:

steve,
thanks for that. will definitely pursue this and keep you update on my success. thanks again.
 
-oscar

My Response:

Hi Oscar:

That sounds good.  Please keep me posted and just remember to try and eliminate your doubts.  Because it’ll slow you down and have you questioning the moves you make along the way.  I just got off the phone with a window cleaner by the name of russ rupert who told me he had to turn down 5k in business in the last 2 weeks.  That may seem hard to believe, but this is what happens when you stay committed to the business and follow the steps.  The reason why russ had to turn it down is because he didn’t have the people in place to do the work.  A nice problem to have turning down business, huh?  To repeat again, this guy turned down $5,000 in business in just 2 weeks. 

So does everything work?  Absolutely 110% without a doubt.  Just take action on it and you’ll be fine.  Let me know if I can  help.  Take care for now.

Regards,

Steve